2015: The Year of the Fundraising Board

The role that your board plays (or should play) in fundraising is one of the topics I find myself talking about the most these days. And not just because boards are so important, but also because problems with board members are the number one complaint I hear from nonprofit staff members.

The last time I dedicated an entire year to a single topic was 2013’s Major Gifts Challenge. That was a successful year for many readers who participated in the challenge. The bulk of my posts this year will focus on board-related issues. With your feedback, we’re in for another successful year!

Why are boards so important to fundraising success?

Because board members who are passionate about a nonprofit can leverage connections and spread enthusiasm like no one else.

And, when board members (volunteers) ask for money, there’s no possible perception that they have any ulterior motive. They are giving their time and their financial resources, and when they ask others to do the same, it’s a very powerful motivator.

In a perfect world, the majority of every nonprofit board would approach fundraising with the same enthusiasm and ability as they do with governance and programming. Obviously, we don’t yet live in that world yet.

The good news, though, is that with the right tools and a bit of patience, most nonprofits can (and do) recruit and train boards which are able to raise significant funds. And, in some instances, those boards become fundraising superstars!

While this blog can’t give you the patience, I can provide you with the tools and inspiration. To do that, though, I need your help.

What are your greatest board challenges?

Starting with this post, please pose your questions, frustrations, and challenges regarding your board members and fundraising in the comments. You can also contact me personally if you’re concerned about accidentally “giving away” any identifying information.

Be as specific as you can.

Each week of 2015, I will either respond directly to one of your questions or cover a board-related topic that’s surfaced in my years of fundraising consultation. (In addition to print posts, look for more video posts as well.)

Here’s to a terrific and fruitful 2015!

Ok, the ball’s in your court — SWING!

It’s up to you now — add your comment below.

Pose a question, describe your frustrations, or talk about the challenges you face regarding your board members and fundraising. Your comments will fuel this year’s posts, so please — don’t be shy!

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Amy Eisenstein, ACFRE, is one of the country's leading fundraising consultants. She's raised millions of dollars for dozens of nonprofits through event planning, grant writing, capital campaigns, and major gift solicitations. She has a real talent for making fundraising simple and accessible for her clients and followers.

Comments

Where do you start with a Board that hasn’t had to previously participate in fundraising? What expectations do you set? How do you hold them accountable? Are there conversation starters to brainstorm who to contact? Do you share your existing leads? Do you give them homework and have them generate leads?

What is the most successful model for the board give or get policy? Setting an amount? Give until it hurts? How do you reinforce the policy you set? Whose responsibility is this, the ED, the board chair, board resources committee??

Great question, and I’ll definitely address it in a future post (or posts). The quick answer is that I’ve seen set amounts work well at some organizations, but I prefer to give as much as you can (not until it hurts – giving should be a pleasure, not a pain). I reinforce the policy with a Board Member Expectation form – signed annually by each board member. And, through one-on-one conversations between the board chair and individual members.

I’m new to my organization, making my first challenge how to build the relationships I need to activate my board.. I have a very large board and while they are solid board members in terms of governance, I haven’t been able to get the traction I need with them around fundraising. I’m looking for strategies to harness the enthusiasm I know I can create in them and translate that into results, as well as some strategies to “speed date” with my board.

Great topic – I’ll definitely do a post. My quick response is – no “speed dating”… take time to get to know them. If you truly want your board members to work with you, they are going to need to trust you. Schedule one-on-one time with each board member at their home or office. Ask them open ended questions, such as – why did you join this board? What do you love most about our organization and what do you think needs to change? Why did you first decide to give to the organization and what motivates you to keep giving? More later…

The trouble that I have is getting past the “I don’t want to ask my friends for money” response. I have tried to explain over and over that if they are not comfortable with that it’s fine, but introduce me to their friends who have the inclination and ability to give so I can begin to build a relationship. I get nowhere with this approach. What else can I do to motivate those board members who aren’t comfortable asking directly?

Agree with Angela! We are struggling to connect with new donors and frustrated at our Board’s continued response when we ask for new prospects, “I don’t know anyone in those circles or who I can ask for money!” We too stress that THEY don’t need to solicit them (although hate that we have to do that as well!) but ask them to simply be “door-openers”! How do we set a goal that each Board member needs to bring 1-3 new prospects to the table this year?

Hi Amy: I am so excited that you have chosen this for the topic of the year because I am the ED/Development all in one in our small nonprofit. My new incoming board chair has AGREED to allow me to have a portion of every board meeting (which is monthly) to discuss or better yet Train our board members to ask, prospect, etc.
My question is how much time should I allow to do training every month and where do I begin? i want to make it fun for them have them role play, write down five friends, etc. i think they will welcome it because they don’t do fundraising at all and my chair is up for it and that is a start!!! looking forward to working with you on this project all year long!!! thank you Amy–i always like all of your information. I am concerned they might only give me 15 minutes. ugh! but better than nothing and we can do bite size i guess.

Congratulations, Kendyl! This is a huge step in the right direction. You might begin by asking them what they want to learn and find out what they feel most uncomfortable with. You can go from there. Some months should be more “formal training” with role playing and other types of exercises. Other months, start with an open ended question and facilitate a discussion on a specific topic such how to get sponsors or how to ask for bequests, or even how to cultivate donors. You can start with something easy, like – how they can get involved with the thank you process.

I highly recommend the new book, How to Train Your Board, by Andrea Kihlstedt and Andy Robinson.

I think the topic should be raised and discussed as a group at every board meeting. You can meet individually with board members once or twice a year. As for follow up – as often is “appropriate” and necessary – monthly or every other month…

I have the same concerns as Angela and Mary Ellen. The Board even went so far to tell me they were “hurt and offended” when I repeatedly asked for their cooperation in generating new leads. I’m willing to do the asking, but I am only one person, with a limited number of contacts. How do I get them to understand how important this is without sending them into the “fight or flight” response?

Quality information Amy! I look forward to the rest of the year filled with information from you.

How many boards and board members are suggested for small grassroots non-profit? I feel a board for different areas in a non-profit ( Executive Board, Fundraising Board, etc..) would be useful however others disagree.

Great question, Tonya! I feel you need at least 11 board members, even for a small organization. I love to see organizations with at least 17 or even 19 board members. This way, you have lots of people to serve on committees, serve as advocates, and help with fundraising! And, if you have a very small board, it can’t possibly be diverse – including professional diversity, age, race, gender, geography, areas of expertise, etc. If you’re just starting out, there’s no need for more than one board – keep it simple, sister! (Yes, your main board needs to fundraise – don’t let them off the hook by creating a separate fundraising board!)